Account Executive

The Account Executive (Enterprise Direct Sales) is empowered to enable growth in our clients and add new logo accounts. The person filling this role will have a high degree of technical knowledge and will manage, grow, and retain/renew an assigned subset of existing accounts while also adding new accounts.

This position is being filled in one of the following locations:
MI, IN, CO, TX

• Target customers in the C‑suite to create win‑win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomes
• Identify, scope, price and secure commitments for add‑on and net new business while addressing customer administrative, billing and contracting needs.
• Effectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using
• Manage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operations
• Handle price negotiations with a focus on value‑based selling and positioning Otava’s core differentiators that enables potential customers to identify value received for their commitments to us
• Coordinate with solution architects, sales engineering and operations to ensure that the customer’s technical and delivery requirements can be achieved before an order is secured
• Work closely with internal teams to maximize customer experience
• Other duties as required to assist the Otava sales team in achieving their objectives

• 10+ years of experience in outside technical sales
• At least 3 years must be in selling cloud and hosted solutions
• Track record of consistently meeting or exceeding activity, pipeline and revenue objectives
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with selling to VP/SVP/EVP/CXO level
• Extensive field sales experience in Public (AZURE/AWS) & VMware based Private Cloud
• Extensive field sales experience in DRaaS, Data Backup, and IT Migration
• Extensive field sales experience in Professional Services, Networking, and Security
• Must be self‑motivated and able to work independently and as part of a team
• Success closing new accounts while working with existing accounts
• Working with potential customers and internal technical resources to identify, cultivate, and close deals
• Proven track record with complex enterprise‑level IT environments, including understanding of servers, networking, hosting, colocation, and data centers
• Strong verbal and written communications skills
• Strong whiteboard presentation and selling skills
• Extensive field sales experience in complex contract negotiation
• Self‑starter with strong work ethic with a “can‑do” positive attitude

• Understand the products in depth and be able build solutions and communicate value to customers.
• Desire to be a part of the fast‑paced, high‑energy entrepreneurial experience
• Ability to close new accounts while working with existing accounts
• Self‑starter with strong work ethic with a “can‑do” positive attitude
• Proven track record of exceeding activity, pipeline, and revenue targets
• Consistent ability to forecast sales activity accurately